Recent research on software revenue and
pricing models has revealed important ways in which firms
can benefit from software renting. However, it is still unclear
how SaaS providers select a proper revenue and pricing
model to make their services attractive for customers. Based
on 32 interviews with software professionals from four case
firms, this study reveals how different factors impacted on
the selection of a revenue and pricing model. It can be
concluded that customers’ needs were the main driving force
to the selection of the most appropriate pricing and revenue
model in the market.